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The Sales Partnership How to win with tw telecom

The Sales Partnership How to win with tw telecom. Debra Slater: Channel Sales Manager Dawn Herron: Network Application Engineer. Agenda. The tw telecom story Network and Products Overview Engagement process Marketing/Recognition/Promotions The tw telecom Customer Portal.

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The Sales Partnership How to win with tw telecom

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  1. The Sales PartnershipHow to win with tw telecom Debra Slater: Channel Sales Manager Dawn Herron: Network Application Engineer

  2. Agenda The tw telecom story Network and Products Overview Engagement process Marketing/Recognition/Promotions The tw telecom Customer Portal

  3. The tw telecom story

  4. Who We Are • tw telecom was founded in 1993 as a joint venture between US WEST (a Regional Bell Operating Company) and Time Warner. • In 1998, tw telecom—then known as Time Warner Communications—was formed into its own entity, and in May 1999, issued an initial public offering (IPO). • In 2008, tw telecom officially became the new name of the company. • Today, tw telecom is the premier fiber based CLEC • 75 Sales and Service Offices throughout the country • (2) Network Operations Centers

  5. tw telecom’s Reach: 225K Buildings & Counting • National Reach • Over 27,000 fiber miles, 75+ markets • True alternative to LEC • Over 50 Finished Ethernet NNI’s across many partners and markets • Over 2300 connected LSOs, including TW and partners, via UNE and Finished Ethernet: 400K immediately accessible and nearly 4 million near-net auto-deploy eligibility • Over 300 connected Data Centers / Co-los • Nearly 85% Nationwide Serving Wire Center reach with all Ethernet access methods

  6. tw telecom’s investment in our customer • On-net solutions - the sweet spot • Field authority to approve fiber build to our customers • Approximately $300M budgeted for success-based fiber builds in 2012 • More than 14,300 fiber-lit buildings • Internal Rate of Return model • Determined by capital required and monthly revenue commitment • Approval authority at Field level for quick action Success-based build model

  7. Who We are Not • We are not Time Warner Cable • We are a fully independent, publicly traded company (twtc) • We are not a provider of cable or TV services • We are not a provider of wireless phone services • We do not service the Consumer market • We are not a Value Added Reseller of CPE solutions • We do have a simple managed router option

  8. The tw telecom Network and Product Overview

  9. Products and Services Overview Robust service portfolio meets wide range of customer applications • Ethernet (Native LAN) (ENLAN) (E-line) • Local and National Metro E connectivity • Dedicated Internet Access • IPVPN (MPLS) • Converged Services • Voice • Internet Access • IPVPN (MPLS) • Managed Router • Transport • DSx, OCx, Wavelength 2.5G and 10G • Collocation • Voice T1 • SIP

  10. MPLS/IPVPN WAN Next Gen Voice (IP Trunks, SIP) Internet Access TDM Voice (PRI) Ethernet Pt-Pt Transport Converged Services Co-location Managed: Router, Security Complete tw telecom Solution Set

  11. The Engagement Process

  12. Indirect Sales tw telecom Channel Support

  13. Opportunity Engagement Opportunity registration required Full access to quote* Simple Product (A Product) • Internet up to DS3 or 100Mbps • Converged (Voice and Internet) • Voice or Integrated Access • Transport up to DS3 Quote using Agent portal or via Channel Sales Manager Complex Product (B Product) • Internet above DS3 or 100Mbps • Metro Ethernet • IPVPN (MPLS VPN) • Converged with MPLS • Transport OC3 and above • Co-location Communicate deal specifics and Agent value to Channel Sales Manager * Current tw telecom customers require GM approval to work Trust us and the Process We register hundreds of opportunities each month!

  14. Quote Requests Ways to request a quote: • Via the Agent Portal (for Internet, PRI, Single Site Converged) • For Sub-Agents, via PlanetOne • Contact your Channel Sales Manager Critical Information: • Customer name • Service addresses • Customer telephone number • Customer contact name • Customer contact telephone number • Customer contact e-mail • Services needed • Contract term • For Voice Quotes: • Type of service (PRI, IP Trunks, Integrated Access, etc.) • Number of DID #’s • Toll free numbers? • Account codes? • For Data Quotes: • Type of service (Internet, IP VPN, MetroE, etc.) • Bandwidth requirements • Managed Router Option?

  15. Agent Portal • What you can do via the Portal: • Pricing and customer ready quotes for simple products • Voice, Integrated voice/Internet, Internet up to 100M • Discounting up to 10% of MRR • On-net and off-net validation • Product and Solution collateral • Promotions • On-net building lists • How to get set up: • Send email addresses and requested passwords • CSM will send back validation that identities have been created • Suggestions for Improvement/Feedback • Submit to your CSM

  16. Marketing/Recognition/Promotions

  17. tw telecom Channel Marketing tw telecom is here to provide support and communication vehicles for you to leverage. Our goal is to deliver reliable, consistent tools that support and enable your business. Communication Vehicles • Your CSM • Agent Connex on Linkedin • Agent Portal • twtelecom.com • Channel Monthly • Monthly Webinars (2 times per month) • Networking Events, Open Houses, Calendar of Events.

  18. More Channel Program Benefits • Agent Survey • SPIFFs & Promotions • Co-Marketing Campaigns • PR • Agent Spotlight • Private Trainings, Webinar & Events • Ambassador Club (top 10 Agent round table) To get more information about our channel marketing program or request a co marketing program please contact Ali Tinney by calling 303.542.6523 or sending an email to ali.tinney@twtelecom.com anytime.

  19. 2012 Quick List of Live Promos

  20. tw telecom Marketing Opportunities

  21. New Look Same Solid Company

  22. Agent Portal – Your Self-Service Tool • Benefits: • Pricing and customer ready quotes for simple products • Voice, Integrated voice/Internet, Internet up to 100M • Discounting up to 10% of MRR • Current List of Promotions/Offers/SPIFFs • On-Net Building Lists • On-Net & Address Validation • Solution Descriptions • Webinar Achieve - Solution-Training Presentations • Channel Monthly Achieve • Customer Facing • Solution Collateral & Presentations • tw telecom Agent Connex on LinkedIn Sign Up • Sign-Up • Send e-mail addresses to CSM • CSM will send back validation that identities have been created

  23. Self-Service Portal - Access & Information – When You NEED It. • twtc’s Agent portal offers you… • Master events calendar • Webinar & info archive • Quoting tool • Address validation • Flex pricing • On-Net building list & more!

  24. EXCLUSIVE OFFER from PlanetOne & tw telecom The First-Time Deal A lot of firsts happen in your life…your first car, your first job, your first kiss, but no matter how sweet any of those were, they will not as sweet as your first sale with tw telecom! tw telecom is a preferred partner with PlanetOne and now this means you get a sweet opportunity to sell the best solutions to your customers and get a sweet deal in return. Sell any tw telecom solution now thru the end of March, 2012 you can earn $500* for your first deal – that’s sweet! Be sure to fill us in on the details of the win and so we can provide you with a success story you can use. *based on orders sold between 2/16/12 thru 3/3/12. Must be the first order and will be paid to PlanetOne upon install.

  25. tw telecom Customer Portal

  26. MyPortal MyPortal - A powerful suite of on-line tools that give you visibility to and control of your account information and performance information and provides options to interact with tw telecom Open a trouble ticket Monitor bandwidth usage Pay your bill Receive status updates Submit a network change request MyPortal was designed based on direct feedback from customers tw telecom will help you register and train you on how to get the most from MyPortal Feedback from this training is used to help us enhance and improve

  27. My Portal Comprehensive services “dashboard” Allows customers to track and manage ongoing business with tw telecom On-Line access to variety of activities View Invoices, Pay Bills, Track Orders, Manage Circuit Inventory, Initiate and Manage Trouble Tickets Delivers proactive level of customer care to facilitate a better service experience TW TELECOM

  28. My Portal • Network performance data delivered graphically to highlight: • Network bandwidth utilization • Quality of network services • Enabling applications management • Compliments existing enterprise network management infrastructure to improve total service management • Circuit by circuit level detail for Ethernet, MPLS IP VPN, Internet Access services

  29. Examples of Our Satisfied Customers

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